There are two words often used by sales people that unintentionally kill their deals. In this episode of the Sales Management Minute, learn what those two words are so you can avoid them.
Many sales training courses teach sales people to begin sales calls with “What I want to do today is…” The concept behind this is that it sets an agenda for the meeting which is true. Unfortunately, it also immediately tells the prospect that the sales person’s objective is to sell their wares, not help them address challenges.
The issue is the opening… “I want” These two words send prospects running…unfortunately, they are running away from your sales people. Compounding the issue is that the use of “I want” is not limited to beginning a sales call. It’s pervasive in the entire prospect experience. When prospects hear “I want,” they are immediately turned off. After all, you’ve just told them it’s all about you when it should be all about them.
Remember, other than your parents, no one cares what you want. Figure out how what you are asking of your prospect is a benefit to them and help them to see it. See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.